江铃公司分销渠道管理研究

华中科技大学硕士学位论文江铃公司分销渠道管理研究姓名：刘宇申请学位级别：硕士专业：工商管理指导教师：刘志学20060425IIIAbstractDistributionchannelisthechannelthattheproducthasbeentransferedfromtheenterprisetotheconsumer,sothattheenterprisecanachievetheirmarketingobjective.Itisalsothewholechannelthatthecommodityorservicehasbeentransferredfromthemanufacturestotheconsumers,itisoneofimportantcontentofthewholemarketingstrategyoftheenterprise,andithasalsobeenclaimedmoreandmorepeople’sattention.Nowadays,theautomobileindustryhasbeendevelopedveryfastinChina,thedistributionchannelmanagementisveryessentialforthewholeindustrytoimprovetheircorecompetitiveness.Firstly,thisthesishasintroducedcorrelationtheoryaboutdistributionchannelmanagementbothhereandabroad.Secondly,ithassummarizedautomobiledistributionchannelmanagementmodelinAmericanandEUandJapanrespectively.andintroducedthreeautomobiledistributionmanagementmodelsofGM,VWandToyotarespectively.thenanalyzetheircommoncharacterindistributionchannelmanagement.Thirdly,thisthesishasselectedJianglingCorporationasresearchobject.Itanalyzesitsdistributionchannelmanagementsituation,evaluateitschannelmodel,themiddlemanselection,thechannelmanagementandchannelsupportiveorganization.andhaspointedoutthemainproblemsintheprocessofitsdistributionchannelmanagement.Lastly,Basedonthisanduseforreferenceofadvanceddistributionchannelmanagemetabroad.thewriterhasputforwardsomepiecesofadvicetoimproveandperfectJianglingCorporationfromplan,organize,coordinateandcontrolaspect.Itisnecessaryforthecorporationtoperfectitsnetworklayoutandtheformoforganization,anditisalsoneedtoperfectitscoordinationorganization,especiallytostrengthenitscontrolmanagementofthechannel.presently,itisalotofopportunitytodevelopforourautomobileindustry,HopethisthesiscanbeusedforreferenceforotherautomobilemanufacturesbytheresearchofthedistributionchannelmanagementmodelofJianglingCorporation.Keywords:automobiledistribution,distributionchannel,distributionmanagement._____111.1WTO2002327.72003439.12004500200557020061130%28%112002000GDP201010%20207%2010800-100020201400-180041.7%42.4%47.3%61.6%20042005200462[1]20052282[2]2005816150[3]1.212200520046.63%20053.72%331.31977SternEl-AnsaryMarketingsChannels[4]2080DavidPerry1989HowYou'llManagementYour1990'sDistributionPortfolio(50-60)(70-80)(70-80)(80-90)[5][6]E[7]43[8]400005[9][10],[11]6201-121[12]20901-1%152528304140651930334510534026ChristineBBucklin,StevenDDefalco,JohnRDeVincentis,andJohnPLevisIII,AreYouToughEnoughtoManageYourChannels,TheMcKinseyQuarterly1996,106724S4S[13]2.12.1.11500[14]128340%60%4(Fordstar)[15]2.1.21-19121-2[16]1-1102.22.2.1440250400011()[17]112002101.2.2.22-2VAG()[18]500122-2123S812132.32.3.12-34S[19]20802.3.22-46014671999T-COM80T-COM[20]2-32-4VistaCorollaAutoToyoperToyota152.4[21]123164()()51733.119971998“”“”3.1.12-511182342SVO380024419[22]2-53.1.220809012N12N203.1.3VIA150218B1005“”——3223.23.2.1223.2.2[23]12343.2.3123123[24][25]2(Rightproduct)(Rightquantity)(Rightcondition)(Rightplace)(Righttime)24(Rightcost)(Rightcustomer)1QAD232002GPS3251QAD233.2.426[26]3.33.3.1[27]“”[28]3.3.2273.3.3283.3.4294[29][30]4.11-21+2+...+N30/[31]1+2+...+N[32]4.23112[33]3[34][35]4[36]20%80%[37]60%[38]32[39][40]4.3[41]1[42]2[43]3334[44]54.4[45]13423435[46]3637MBAMBA2006042238[1]..[2]..[3]..[4]SternLW.andA.I.El-Ansary.Marketingchannels.Prentice-Hall,1977:292-309[5]DavidPerry.Howyou'llmanagementyour1990'sdistributionportfolio.BusinessMarketing,1989(6):112-156[6].―.9.,.:,2002:496[7].E.,.L...(11).,,.:,2005:287[8]..:,2003:110-125[9]..:,2000:45-58[10]..,20054:25-27.[11]..:,2001:112-150[12]..,2006387-88.[13],,..:,2002:10-55.[14]..,200211:33-34.[15]..[16]..,20045:31-33.[17]..,200214:14-15.[18]..,20058:15-17.39[19]..,200411:61-64.[20]..20021215-16.[21]..20044:34-34.[22].[23]PreetS.AulakhandMasaakiKotabe.Antecedentsandperformanceimplicationofchannelintegrationinforeignmarkets.JournalofInternationalBusinessStudies,1997(1)145.[24]Anthony.J.Dukes,EstherGal-or,andKannanSrinivasan.Channelbargainingwithdetailerasymmetry.JournalofMarketingResearch,2006(2)84-97.[25]KathleenM.Sutclife,AkbarZaheer.Uncertaintyinthetransactionenvironment:anempiricaltest.StrategicManagementJoumal,1998(19):1-23.[26]BruceRLyons.Specificinvestment,economiesofscale,andthemake-or-buydecision:atestoftransactioncosttheory.JournalofEconomicBehaviorandOrganizafon,1995(26):431-443.[27]...[28]..,20063:41-43.[29]..,200511:13-14.[30]WilliamDE-businesscreatingvalueaddedinAuto.IndustrialmarketingManagement,2003,(3):211-215.[31]Constantine.S.Katsikeas,MarkM.H.Goode,andEvaKatsikeas.Sourcesofpowerininternationalmarketingchannels.JournalofMarketingManagement,2000(1):185.[32]AnneMarieDoherty.Factorsinfluencinginternationalretails’marketentrymodestrategyqualitativeevidencefromtheUKfashionsector.JournalofMarketingManagement,2000(1):185.[33]Chopra.Designingthedistributionnetworkinasupplychain.Transportationresearc